You could probably be earning more money than you are right now — you just have to ask for it. But most people don't.
A recent study by staffing firm Robert Half found that only 39 percent of workers negotiated their salary when they get their lost job offer. The firm surveyed more than 2,700 workers in 27 US cities.
Danielle Dayries, founder of career consulting firm DMD & Associates, Inc., told INSIDER that she has an advisory panel of recruiters and human resources managers on her team, and what surprises them most is how many people don't negotiate their salaries when they could have.
"I've never had a hiring manager tell me they were shocked at someone's salary demands," Dayries said. "You know what they are really thinking? 'I hope we can pay this person enough' or 'I'm nervous this candidate has other offers in the wings' or 'I really hope this works out.' So, when you are made an offer and you do counter back, remember that they are really interested, or they would not have made the offer."
Terri Wein, co-founder of career coaching firm Weil & Wein and Jobtreks, told INSIDER that it's almost always to your advantage to negotiate a company's opening offer.
"Hiring managers and recruiters often expect recruits to ask for more — as long as they are being reasonable," Wein said. "It is a negotiation game. The hiring manager wants to get the best possible candidate for the lowest salary cost. The recruit wants the job offer with the highest compensation possible."
If you ask for more money in a reasonable and confident manner, the hiring manager will understand that this is part of the process, she added.
Here are nine tips for asking for the salary you deserve.
SEE ALSO: There's a salary that can almost guarantee your happiness — and it's not as high as you may think
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1. Practice your speech ahead of time.
Cynthia Pong, a career coach and founder of Embrace Change, told INSIDER that the key to making an effective request for more money is to practice.
"Practice this with a family member or trusted friend ahead of time," she said. "Chances are, it will feel scary and unnatural. So, like I tell my clients, your best bet at success here is to practice ahead of time."
2. Know how much you should ask for.
Amanda Augustine, a career advice expert for TopResume, told INSIDER that it's important to have a reasonable number in mind.
"Use sites such as Paysa, Salary.com, PayScale, and Glassdoor to research the going rate for the role you're currently performing, taking into account your company's size, location, and industry," she said. "This data will provide you with a pay range you can use to base your salary request."
3. Start the conversation with confidence and enthusiasm.
Once you know how much you should ask for, the key to starting the conversation is to be enthusiastic, confident and reasonable in your request, Wein said.
"Reiterate your excitement about the job, ask for a higher range in a firm voice, and express confidence that the person with whom you are speaking can help you," she said. "State your case and then stop talking."
Wein recommends saying something like: "I am so excited by this opportunity to join your team. Based on my previous experience, I would like a base salary ranging from $70 to 75K instead of $65K. We are very close. Can you regroup with your team and let's talk later today?"
After that, the ball is in their court.
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